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CHAPTER 2

The Changing World of Buying and Selling

We pick our supplier partners on the basis of who they are, not what they are. Everything becomes possible through people who clearly have customer satisfaction as their number one operating priority. In this world of commodities, the companies with the best people distinguish themselves and win our attention, our business, and ultimately, our loyalty.—Brad Holcomb, Vice President and Chief Procurement Officer, Waste Management, Inc.

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We and our first-tier competitors have a value proposition. ...

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